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John McIntyreby John McIntyre  

On Feb. 22, HP Inc. released its Q1 2018 earnings report, covering the company’s performance for the period from Nov. 1, 2017 through Jan. 31, 2018. Financial highlights for the period included:

LarryTrevarthenby Larry Trevarthen  

Document imaging has many commonalities across businesses in different vertical segments. All require speed, high image quality, exceptional paper handling and affordable solutions. Today’s businesses are looking beyond the hardware for complete solutions that integrate into their document management systems, provide document security, and are fully network compatible. In many ways, these multifunction solutions can be placed horizontally across many vertical segments. 

Patricia Amesby Patricia Ames  

A frequently stated fact in the imaging industry is that while office print volumes are either declining or steady, depending on how optimistic the research, opportunities still abound in the specialty and production print space — including label printing. But not just any label printer will be able to keep up with the specific demand. According to Konica Minolta, the demand for high-mix, low-volume label print jobs is increasing, and print companies of all sizes that rely on analog label printers are struggling to keep up with the pace. Now, not only do they have to deal with shorter lead times, they also have to deal with the same amount of prep work for each job , like exchanging print plates. At the same time, wasteful yet necessary processes, like trial printing, are corrosive to the bottom line.    

GregWalterscolorsqby Greg Walters  

When viewed historically, advancements appear like a bolt of lightning — sudden and clear, impacting everything with overwhelming popularity and acceptance. But it is never that simple, never a flash in the pan. Here is a quick timeline of some of the greatest business advancements in history:

GregBuschmanwebby Greg Buschman  

In a recent blog for Workflow magazine, we began learning the importance of being relevant to business leaders. Not only must we use language they understand, but we must also engage in topical conversations in which they are interested. The highest level of selling is not focused on the salesperson, their product, services, price or their company. Take a look at the graphic below. On the left side of the center line, on the lower level, product- and price-oriented sales skills are required. However, if your desire is to advance into large and strategic accounts, where the real money and sales stability can be found, you must learn the skills on the right-hand side of the graph: strategic selling skills. 

Amy 2018 120by Amy Weiss    

It’s now been about a year and a half since Canon announced its One Canon initiative, designed to strengthen its B2B divisions and reinforce partnerships with its dealers. The February 2018 two-day press and analyst event in Hollywood, Florida, was the second such event held since that announcement, and we were able to see how the One Canon vision is progressing.

Patricia Amesby Patricia Ames   

Phil Boatman is an accomplished executive with extensive experience in the industry. Most people in the channel have had the pleasure of his company at one industry occasion or another. Boatman is currently the business alliance manager for Lexmark where he works to drive growth for the company’s largest dealer channel partners. After a recent analyst briefing by Lexmark, I had the opportunity to speak with him about channel programs at Lexmark, where he sees growth in the coming year, and what sets Lexmark apart from the competition.

GregWalterscolorsqby Greg Walters   

“When I grow up, I want to sell copiers and printers,” said nobody, ever.

"If two years ago you told me I would be selling copiers, I would have slugged you in the head,” said new reps everywhere.

PA 2018 120by Patricia Ames   

In 2009, at age 16, Jillian Gorman was diagnosed with an aggressive form of blood cancer with a five-year survival rate of less than 50 percent for children. Jillian and her family endured three and half years of grueling treatments. Despite three hopeful periods of remission, Jillian eventually lost her valiant battle with the disease March 3, 2013.

John McIntyreby John McIntyre   

Well, the headline is a teaser for something you surely already know - Fujifilm acquired print and copy icon Xerox, and then will merge it with longtime Xerox engine and manufacturing partner Fuji Xerox, creating the largest player in the print/imaging industry with annual combined revenues of $18 billion. In a prepared statement, the firm explained that Fujifilm will own 50.1 percent of the combined company, and made the case for the integration of the two operations: